{"id":35624,"date":"2024-07-22T19:49:34","date_gmt":"2024-07-22T19:49:34","guid":{"rendered":"https:\/\/greatdemo.com\/?p=35624"},"modified":"2024-07-22T19:49:34","modified_gmt":"2024-07-22T19:49:34","slug":"diary-of-a-sales-engineer-engaging-conversation","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/diary-of-a-sales-engineer-engaging-conversation\/","title":{"rendered":"Diary of a Sales Engineer: Engaging Conversation!"},"content":{"rendered":"<p>From the diarists:<\/p>\n<p>\u201cThis week on <b><a href=\"https:\/\/www.linkedin.com\/company\/diary-of-a-sales-engineer\/\" data-test-app-aware-link=\"\" target=\"_blank\" rel=\"noopener\">Diary of a Sales Engineer<\/a><\/b>, Ryan Krueger and I had the honor and privilege to sit down with Peter Cohan who we&#8217;ve coined the Godfather of Presales.<\/p>\n<p>Peter was one of the first people I learned from in my presales journey and to have him sit down with us on the pod was a surreal experience.<\/p>\n<p>In our conversation we talk through his journey into Presales, how he&#8217;s seen the shift in the business, and why he created Great Demo! plus much more!<\/p>\n<p>One of my favorite parts was when we talked about why SEs tend to go into \ud835\ude01\ud835\uddff\ud835\uddee\ud835\uddf6\ud835\uddfb\ud835\uddf6\ud835\uddfb\ud835\uddf4 \ud835\uddfa\ud835\uddfc\ud835\uddf1\ud835\uddf2 \ud835\uddf6\ud835\uddfb \ud835\uddf1\ud835\uddf2\ud835\uddfa\ud835\uddfc\ud835\ude00 to this day. Peter gives some actionable insights on how to improve this.<\/p>\n<p>As always, we love hearing your feedback and thoughts. Please share them in the comments :)\u201d<\/p>\n<p>Our 57-minute conversation explored:<\/p>\n<ul>\n<li>\u201cHistory of presales\u201d \u2013 when did it <em>really <\/em>start?<\/li>\n<li>Great Demo! origins \u2013 a story with a HUGE lesson!<\/li>\n<li>Are demos improving?<\/li>\n<li>Why are some many demos \u201ctraining?\u201d<\/li>\n<li>The \u201cBronze\u201d demo<\/li>\n<li>Demo structure vs delivery<\/li>\n<li>Why is mapping to job titles important?<\/li>\n<li>What about groups with multiple job titles?<\/li>\n<li>How deep should you go?<\/li>\n<li>How do we keep from over-explaining?<\/li>\n<li>How demos get hijacked<\/li>\n<li>What is a demo expert?<\/li>\n<li>Three types of change<\/li>\n<li>What\u2019s cool about demos and Monday morning?<\/li>\n<li>What do you do when things go wrong?<\/li>\n<li>Demos and storytelling: another perspective<\/li>\n<li>Another take on introducing yourself<\/li>\n<li>Dig beneath the nuggets!<\/li>\n<\/ul>\n<p>You can enjoy the conversation here:<\/p>\n<p>YouTube: <b><a href=\"https:\/\/lnkd.in\/dy9F3z74\" data-test-app-aware-link=\"\" target=\"_blank\" rel=\"noopener\">https:\/\/lnkd.in\/dy9F3z74<\/a><\/b><br \/>\nSpotify: https:\/\/lnkd.in\/dqKTX3rk<\/p>\n","protected":false},"excerpt":{"rendered":"<p>From the diarists: \u201cThis week on Diary of a Sales Engineer, Ryan Krueger and I had the honor and privilege to sit down with<\/p>\n","protected":false},"author":2,"featured_media":35625,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[10],"tags":[7,27],"class_list":["post-35624","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-methodology_basics","tag-blog","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/35624","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/comments?post=35624"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/35624\/revisions"}],"predecessor-version":[{"id":35627,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/35624\/revisions\/35627"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/35625"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=35624"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=35624"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=35624"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}